Compensating Your Sales People Effectively
- Topics:
- Account Management
- Source:
- Derby Management
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Overview: From the executive summary: ‘Even though the last couple of years have been good for many companies, most will admit to a general uneasiness about the demand for their products. Markets are leveling off, and customers are much more conservative than they used to be. Constant change, growing competitors, and ever-increasing expectations on the part of customers have combined to wreak major changes in the business environment. Another significant change that is often overlooked, but which has tremendous implications for sales force compensation, is the growing sophistication of computer software. This gives the ability to easily measure performance more and more precisely.’ The paper highlights ways to compensate salespeople effectively.
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Format: HTML | Date: Jan 2003 | Pages: 1
